But dont start patting yourself on the back yet. The end of your presentation does not come when you finish speaking. Af

ter your summation you still have another opportunity to face your audience,during the question-and-answer session.

The question-and-answer period will also have an impact on your audience, so do not try to escape this crucial time by sitting down or leaving the podium. This is an opportunity for you to further clarify your ideas. You dont want to give the audience the impression that you are relieved that your presentation is over and all you want to do is leave the platform.

If you are giving a training session or a sales presentation, it probably makes sense to take questions during your presentation. Dont get too far ahead of yourself. If someone asks a question that you will be covering later in your presentation, tell them so. You must also avoid a lengthy response to a question that may disturb your train of thought and the audiences ability to concentrate.

How To Handle Hostility

As a presenter, you may find yourself facing a hostile questioner. Your skill at disarming verbal attacks will reflect on your credibility with the audience and the impression they have of both you and your presentation. The following approach works well to diffuse the hostile questioner:

• Let them say whatever they want to say. You listen while they vent.
  
• Paraphrase what they have just said, and how they feel about it, without being condescending.
  
• Ask probing questions to try to find out what the real issues are.
  
• Say one of the following statements:

I know what your issues are, now let me respond 
Lets problem solve together to work this out 
Lets look into this after this presentation has concluded 

By using this approach you have indicated that you value the thoughts and feelings of the questioner. The audience will respect you, and you will diffuse the hostility at the same time. 

When your presentation is over, and the questions have stopped, or time is up, its time to conclude. Dont make the mistake of giving a simple thank you and leaving the podium. Return to the central theme, revert to your closing statement, or talk about next steps. Your closing should not be lengthy, but it should wrap things up neatly.

Here are my rules to guide you through the process of a successful Q & A.

• Early in your presentation, tell the audience when you will be taking questions; you may ask them to write questions down to save for the end; to ask throughout your presentation, or at specific breaking points during the presentation.
  
• Before answering questions, listen carefully and paraphrase the question before you respond.
  
• Look at the questioner while paraphrasing or include the question as part of the answer, but look at the entire audience when answering
  
• Call on experts in the audience when appropriate, but take back control after they have responded
  
• Set a time limit to control hostile questioners
  
• Tell those with multiple questions that arent relevant to the entire group that you will respond either at the end of the session or later to them in writing or by telephone
  
• Dont let a stage hog take control
  
• Dont tell a lie. If you dont know the answer to a question, say so and offer to get the information for the questioner
  
• End the question-and-answer period with a strong closing remark

CREDITS Article copyright 2005 Marjorie Brody and Brody Communications Ltd. 

Marjorie Brody, MA, CSP, CMC, is president of Brody Communications Ltd. in Jenkintown, PA, where she helps individuals and corporations achieve their potential by strengthening their professionalism, persuasiveness and presence. 
Marjorie has presented to more than 1,000 audiences, and is the author of 15 books, including "Help! Was That a Career Limiting Move?" and "Speaking is an Audience-Centered Sport." She has appeared on CNBC several times, Fox-TV, Oxygen Network, and been quoted in The Wall Street Journal, Washington Post, USA Today, People, Glamour, BusinessWeek, Fortune and many other national publications. 
Marjorie can be reached at 800-726-7936, or by visiting www.BrodyCommunications.com  or www.MarjorieBrody.com